Set Up Channel Sales in Opportunities

To fully use partner relationship management for channel sales execution in opportunities, you must perform several configuration procedures. These procedures include:

• Modifying page layouts to add, remove, or reorder fields

• Associating page layouts with specific user roles

• Renaming fields

• Creating assessment templates

• Validating default assignment type used

• Defining assignment rules

• Setting up channel territories

• Define the opportunity sales method using the Define Sales Methods task.

The exact tasks depend upon your unique business requirements.

Note:

These tasks require that you sign in as a user with administrative privileges, such as the sales administrator or the application implementation consultant. For additional details and procedures on modifying the applications, see the Oracle Applications Cloud Configuring Applications Using Application Composer guide.

Modify Page Layout for Partner Users

Following is a sample procedure for creating your own layout for the opportunity details page for partner users, such as Partner Sales Representative and Partner Sales Manager.

1. With a sandbox active, navigate to Application Composer: Navigator, Tools, Application Composer.

2. Navigate to opportunity pages: Select Standard Objects, Opportunities, and then click Pages.

3. Ensure that the Simplified Pages tab is active.

4. In the Details Page Layouts section, make a copy of the Standard Layout. Name the copy something meaningful, like Partner User Layout.

5. Edit the layout.

6. Make following changes to the layout:

   • In the Summary subtab, edit the Summary region. Add the Channel Manager field.

   • In the Summary subtab, edit the Summary region. Add the Registered field.

   • In the Summary subtab, edit the Revenue Table. Add the Discount field.

7. Save your changes and click Done.

8. Next, associate the partner layout with the appropriate user roles. In the Details Page Layouts region, select the partner user layout and click the Role list of values to associate the following roles with the layout:

   • Partner Administrator

   • Partner Sales Manager

   • Partner Sales Representative

9. Test your changes by signing in as a user with one of the roles you associated with the layout.

10. Publish the sandbox.

Modify Page Layout for Channel Account Managers

Following is a sample procedure for creating your own layout for the opportunity details page for users with the Channel Account Manager role.

1. With a sandbox active, navigate to Application Composer: Navigator, Tools, Application Composer.

2. Navigate to opportunity pages: Select Standard Objects, Opportunity, and then click Pages.

3. Ensure that the Simplified Pages tab is active.

4. In the Details Page Layouts section, make a copy of the Standard Layout. Name it something meaningful, such as Channel Manager Layout.

5. Edit the layout.

6. Make following changes to the layout:

   • In the landing page, add the Partner column to the table.

   • In the Summary subtab, edit the Revenue Table. Add the Discount field.

7. Save your changes.

8. Next, associate the channel manager layout with the appropriate user roles. In the Details Page Layouts region, select the channel manager layout and click the Role list of values to associate the following roles with the layout:

   • Channel Account Manager

   • Channel Sales Manager

9. Test your changes by signing in as a user with one of the roles you associated with the layout.

10. Publish the sandbox.

Note:

Without UI modification, users with the Channel Account Manager and Channel Sales Manager roles can already see the Primary Partner field in the opportunity details page, as well as the Partners subtab. These are implemented using security privileges.

Additional Setup Steps

Additional setup steps may be required, depending on your business needs, as described below. To perform these setup steps, sign in to the Setup and Maintenance work area as a user with Application Implementation Consultant or Sales Administrator role. Use the Sales offering, with Opportunity Management as your functional area.

The following table shows additional setup steps to configure opportunities for channel sales, including creating and activating assessment templates with the Manage Opportunity Assessment Templates task, and configuring partner team resource access levels and functions by using the Manage Opportunity Profile Options task to verify the values of the Partner Resource Sales Team Access Level Default and Partner Resource Sales Team Function Default profile options.

Setup Step	Details
Create and activate assessment templates	Task Name: Manage Opportunity Assessment Templates See the assessment topics for more information.
Configure partner team resource access level and function	Task Name: Manage Opportunity Profile Options Verify the values for the following profile options: Partner Resource Sales Team Access Level Default (MOO_DEFAULT_PARTNER_ACCESS_LEVEL): Default access level for partner resources added to the opportunity team. The default is No Access. Partner Resource Sales Team Function Default (MOO_DEFAULT_PARTNER_TEAM_MEMBER_FUNCTION): Default function for partner resources added to the opportunity sales team. The default value is Integrator. Ensure that automated opportunity assignment for partners is set up. If using territory-based assignment, you must set up Channel Sales Manager territories. See the territories topics for more information on territories setup.